Pipeline Strategy & Analytics Director

About Starburst

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai.

About the role:

The Sr. Director, Pipeline Strategy & Analytics owns the metrics, systems, and strategy behind Starburst's pipeline, from generation through conversion, ensuring the company builds more pipeline, of higher quality, with clear visibility into what is working and what is not. Reporting to the VP of Revenue Operations, this role is the analytical authority on all pipeline metrics and marketing ROI, partnering closely with Marketing, Sales, and Finance to connect spend to sourced pipeline to closed revenue. The Sr. Director sets the measurement framework for pipeline throughput and quality, leads the marketing budget and ROI tracking process, and serves as the organization's thought leader on the technology and AI that increasingly drive modern demand generation and go-to-market operations. This is a highly technical, data-first leadership role that turns disparate go-to-market data into decisions leadership can act on, and it builds and leads a team responsible for pipeline analytics, reporting infrastructure, and the tooling and process that power the SDR and pipeline-generation motion.

As a Sr. Director, Pipeline Strategy & Analytics at Starburst you will: 

• Own all pipeline metrics end to end, from lead and MQL through opportunity creation, conversion, and closed revenue, and establish the single source of truth leadership uses to run the business.
• Define and drive the strategy to increase pipeline throughput and generate higher-quality pipeline, pinpointing the conversion bottlenecks and source-level quality signals that most affect revenue.
• Own marketing budget tracking and ROI measurement, connecting spend by program and channel to sourced pipeline and closed-won revenue, and guide reallocation toward the highest-returning investments.
• Build and maintain the reporting, dashboards, and attribution models that give Marketing, Sales, and Finance a shared, trusted view of pipeline health and marketing performance.
• Serve as the organization's thought leader on marketing and go-to-market technology and AI, evaluating and introducing tools that improve pipeline generation, efficiency, and measurement.